Selling to small businesses is an entirely different animal. It requires a different approach than marketing to consumers, mid-sized companies, or enterprise organizations. So what’s the best way to effectively market to small business owners? In this article, Sydni Craig-Hart from Smart Simple Marketing explains how to align with small business owners’ mindset, appeal to … Continued
There’s plenty of evidence that selling indirectly through solution providers is an extremely efficient route to market for tech vendors. However, that success is often predicated on those same vendors knowing how to sell through the IT channel—why they want to do it, where to find the best partners, and when to use them. That, … Continued
As channel consultants, we get to work with an incredible array of different companies and technologies. And with the breakneck speed of new product releases, it’s a real challenge trying to stay on top of it all. What continues to amaze us however, is how few companies can explain what they do in a concise … Continued
Elevator pitches effective when you’re talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, “What do you do?” or “Where do you work?” In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person … Continued
For all the talk about Moore’s Law and the notion that computing power increases unabated, Jay Baer (founder of Convince & Convert) believes there’s not enough talk about another law he feels has equal importance in marketing and public relations. It’s what he calls the Law of Boundless Brevity. In this article, he explains why the … Continued
CompTIA has released its highly anticipated “International State of the Channel” report for 2021. While the research chronicles the impact of last year’s unprecedented events, the findings mainly focus on the future and what’s next for the channel. This year, the report includes an international focus, covering Australia/New Zealand, United States, United Kingdom, Canada, and … Continued
Would you recruit a sales rep for your business just because they were enthusiastic, and knew someone they could sell your product to? Without an interview? Without references? Without discussing salary or sales targets? It sounds a bit crazy doesn’t it! But that’s exactly what vendors do all the time with their channel partner recruitment. … Continued
There’s a reason why CompTIA chose “Explore” as the theme for ChannelCon Online this year. The world has changed so much that it’s become critically important to always be searching for new technology innovations and improvements that can help businesses succeed. This year, ChannelCon featured 10+ hours of content to explore, and attracted more than … Continued
Learning how to recruit channel partners is the holy grail of many tech firms across the globe. And why not? Successful channel partner recruitment means developing a revenue engine that’s paid exclusively on performance, is trusted by businesses of all sizes and industry verticals and adapts nimbly to changing economic conditions. But first you have … Continued
In this article, James Taylor, Kingpin’s commercial director, gives B2B marketers his top five tips to boosting your partner recruitment strategy. Read Full Article Here
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